The Warwick Merry book that Monika has recommended will help set you up very nicely indeed. It covers many of the elements you must get right. Preparation and follow up is essential, resource planning for both is often overlooked or grossly underestimated. If you have 200+ enquiries to respond to you must have them prioritised, who needs a follow up within 24 hours and who can happily wait a week! Hot prospects followed up more that 10 days after the Expo ends will by then have cooled significantly. Three tips I always find me exhibiting clients appreciate are:1 'Wear comfortable shoes', as you will be on your feat for
at least 8 hours, Even better, take a 2nd pair and change them midway through
the day, it makes a real difference to your endurance, stature and presence and
it really shows when prospects approach your stand.2 Never stand on the front edge of your stand adjacent to
the visitor’s corridor. Step back to expose a clear and inviting area of vacant
floor where a visitor can comfortably enter your inviting display.3 And most importantly make certain all your exhibition
staff master the art of the 60 second sales call, this will ensure that you don’t
get bogged down discussing details with one prospect, whilst 4 others pass you
buy because your already busy. Happy to provide details on fast tracking prospect
qualification, interest logging and politely getting them off your stand
feeling they have been efficiently and courteously looked after.